True question
P 1 Theory of Multiple Intelligences Pedagogy (Old Topic)
P2 Unique Golden Textile Spider Silk and Textiles (Old Topic)
Secret Marketing Persuasion of P3 Persuasion (Old Topic)
Paragraph 1: Theory of Multiple Intelligences Education
1，T
2，T
3、NG
4th floor
5. Discussion
6. Recording
7. Observation skills
8. Building materials
9. emotions
10, collection
1 1, master it skillfully.
12, failed
13, personal differences
The second paragraph: spider silk
1, seven
2，V
Three, nine
4, I
5. Veins
Six, six
7，B
8，A
9，C
10，A
1 1, bacteria
12, gland
13, force
The third paragraph: the secret psychology persuasion theory of persuasion.
Cialdini's towel experiment (more later) is part of his research on how we persuade others to say "yes". He wants to know why some people have the ability to twist others' will, whether a calm person calls you to talk about timesharing, or whether parents' children are not even threatened by extreme violence. Although a professor of social psychology at Arizona State University is anxious not to be regarded as a Bible author of snake oil salesman, he has been creating a system of persuasion principles and methods for decades and writing best-selling books about these principles and methods. Some people seem to be born with these skills. Cialdini claimed that by applying a little science, even those of us who shouldn't go our own way can go our own way more.
B He found that the laboratory experiment of persuasion psychology only told part of the story, so he began to study the influence in the real world and participated in the sales training program: "I learned how to sell cars from many places, how to sell insurance from the office, and how to sell encyclopedias at home." He concluded that there are six general "impact principles" and tested them under slightly more scientific conditions. Lately, this means messing up towels. Many hotels leave a small card in each bathroom, asking guests to reuse towels, which can save water and electricity and reduce pollution. Cialdini and his colleagues want to test the relative validity of different words on these cards. Is the motivation of guests to cooperate only because it helps save the earth, or are other factors more noticeable? To test this, the researchers converted the information in the card from environmental information to a simple (and true) statement of most information.
Hotel guests have reused towels at least once. Guests who receive this message are 26% more likely to reuse towels than those who receive old messages.
There are many towels. Cialdini also learned a lot from candy. Yes! He cited the work of David Strometz, a behavioral scientist in New Jersey, to see how restaurant customers responded to an absurd little favor on their food server, which was to serve chocolate after dinner at every dinner. It seems that the secret lies in how you give chocolate. When the chocolate and the bill arrived. Compared with when there is no chocolate, it implies that it is stingy by 3%. However, when the chocolate was discarded in front of each diner alone, the prompt increased by 14%. However, the scientific breakthrough happened when the waiter gave each diner a piece of chocolate, left the table, and then gave them another piece twice, as if such generosity only happened to her. Tips have gone up by 23%. This is "reciprocity" at work:
D Geeling Ng, the operation manager of Aucldand's Soul Bar, said that she had never heard of New Zealand waiters using this cynical trick, especially because the tipping culture in New Zealand is different from that in the United States: "If you do this in New Zealand, when diners leave, they will say, Can we have some more?" But she certainly understands the general principle of reciprocity. The core way to enter a restaurant is to "give them something they don't expect in terms of service". Maybe it's too small to leave mint on the plate, or maybe they remember that there was no ice or lemon in the water they wanted last time. "In the United States, it will become an instant reminder. In New Zealand, it will become a big smile and thank you. " There is no doubt that it is a return visit.
Persuasion principle
E reciprocity: people want to give back to their people. The trick here is to go in first. That's why charities put a crappy pen in their mail, and why smiling women in supermarkets distribute free food. Scarcity: People need more things to have. Advertisers ruthlessly take advantage of scarcity ("four per customer" and "sales must end soon"), and Cialdini advises parents to do the same: "What children want is not so easy to get, so they say,' This is an unusual opportunity, and you can only have it for a while'."
Authority: We trust those who know what they are talking about. Therefore, before you start to influence them, please tell people your qualifications honestly. "You'd be surprised how many people don't," Cialdini said. "They think it is impolite to talk about their professional knowledge." In one study, therapists who advised patients not to exercise emphasized their qualifications. They did it and made immediate progress in patient compliance. Commitment/Consistency: We want to act in a way that is consistent with our commitments. Take advantage of this and get a higher registration rate when raising charitable donations. First ask colleagues if they think they will sponsor your egg and spoon marathon. emulsion
Reward those who say yes and remind them early in the form of sponsorship.
Promise.
Like: We often say "yes" to people we like. Obviously, but the reason for "like" may be strange. In one study, people received questionnaires and asked to return them to researchers. When researchers give pseudonyms similar to the subjects (for example, Cynthia Johnson was sent by Cindy Johnson to investigate), the possibility of investigation is twice as high as that of completion. We like people who are similar to ourselves, even if these similarities are as small as their names. Social proof: "We decide what to do by looking around and seeing what other people are doing like us. Cialdini said that this is useful for parents. " Find a group of children who act like you want your children, because children look to one side instead of you. "more harmful,
Question 14- 17
Are the following statements consistent with the information in the second paragraph?
It is true if the statement is consistent with the information.
A statement is false if it contradicts the information.
If you don't have relevant information, please don't provide it.
14 Robert Cialdini experienced the "persuasion principle" at home.
15 persuasion principle has different types in two different countries.
16 In New Zealand, people often tip waiters after serving chocolate.
17 In principle, the extra service in restaurants can easily attract the older generation in New Zealand.
Reciprocity.
Question 18-2 1
Choose the correct letter a, b, c or d.
18 B what is the "sales training plan" for Cialdini enrollment?
His interest lies in the academic part.
He studied the motives of secret persuasion.
His professorship makes it easy for him to enter this process.
This course is related to his towel experiment.
Which of the following is not true about Robert Cialdini?
He is a university psychologist.
He is the representative of saponin sales.
He attended a sales training course.
He and his colleagues conducted a towel experiment.
According to the towel experiment, which of the following is correct?
The inspiration for this experiment comes from convincing science.
Different news has different effects on guests.
C customers are more ecological after re-publishing the news.
Hotel D left a card asking the guests to turn off the lights.
2 1 according to the candy store experiment, which one is correct?
Introduction will affect the tip of diners.
Regular customers offer more tips than informal customers.
C People only tip when chocolate is served.
Chocolate and money get a higher hint.
Questions 22-26
Use the information in the paragraph to match the category (AI listed) with the correct description below.
Strange title.
B. previous commitments
A cynical trick
Unusual opportunity
astonishing news
Bad behavior
G relative value
Competitive materialism
My name is similar.
The chocolate experiment shows that people don't evaluate _ _ _ between acquisition and acquisition.
problem
Parents use the principle of reciprocity to convince their children that "_ _ _ _ _ _ made them".
treasure
Experts will not show their certificates, because it may be regarded as _ _ _ _ showing off.
If they say "yes" to your charity, you can remind those who make further commitments.
Propose.
Dialogue between survey organizers and respondents will help the survey to be conducted in a positive way.
Way.
The secret of persuasion
Did not give
real
wrong
Did not give
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